Business Development Manager

The Business Development Manager will provide best-in-class service to our established customers by developing trusted relationships, taking an active role in business development, and managing their distributor and customer network for sales growth.

• Develop and maintain positive sales relationships with existing customers and end users and visit potential new customers and end users to generate product interest and sell the company's products.
• Ensure the company's sales goals are met in the assigned accounts, to include retaining and/or increasing market share, and sales and profit volumes.
• Act as a technical resource to customers providing technical information regarding products and product applications and helping to address and resolve inquiries and problems regarding company products.
• Responsible for providing product / application recommendations for project specifications.
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  Manage the customer training function, including oversight, coaching, and development of trainers.
  
  
• Differentiate CMCO products and services from competition utilizing product and non-product factors, through both formal and informal scenarios.
• Conduct end user site visits (with or without the distributor), and show willingness to work within environments where our products are used - plants, outdoor applications, climbing onto crane platforms or scaffolding, etc.
• Takes an active role in coaching distribution personnel and evaluating their competency in the support of all CMCO brands, products, and services.
• Responsible for providing product category and/or vertical market expertise.
• Identify and maintain relationships within key end users and/or vertical markets of CMCO.
• Develop customer quotations as needed, and review vs application requirements to ensure accuracy and effectiveness in meeting customer needs.
• Provide relevant voice of customer feedback, and market specific information and maintain organizational alignment to the customer's needs.
• Formulate business plans and strategies to manage and grow sales territory and mitigate conflict and grow overall vertical and end user market share.
• Forecast and track key account metrics in support of growth.
• Utilize all available sales tools, reports, data sources, and CRM to manage daily activity and provide required sales opportunity and forecasting input.
• Responsible for qualifying and guiding timely closure of sales leads.
• Collect and report trends and strategies of competitors, and ongoing customer feedback to Sales Management.
• Actively seek out and participate in both formal and informal personal training opportunities, to maintain technical competency and remain current in technology and industry changes.
• Mentor team members.
• Perform other duties, tasks, and responsibilities as assigned by Sales Leadership.

• Maintain, exhibit, and promote Columbus McKinnon's Core Values.
• Maintain technical competency and remain current in technology and changes in the industry.
• While performing the duties of this job, the employee is occasionally exposed to wet and/or humid conditions; moving mechanical parts; high, precarious places including cranes over 90 ft high; outside weather conditions; and vibration.
• Must be able to effectively communicate in both oral and written form; positively exchanging ideas, information, feedback, and directions.
• Respects, understand and is sensitive to the diverse communication styles of various people/groups within different situations.
• Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, customer specifications, blueprints and schematics, or governmental regulations. Ability to prepare reports, quotes, and business correspondence.
• Ability to effectively present information and respond to questions from managers, customers, and other employees of the organization. Ability to negotiate sales contracts favorable to the organization.

• Bachelor's degree in a job-related major preferred or equivalent experience required.
• 5+ years of sales experience with E-commerce preferred.
• Valid driver's license and passport required.
• 30% travel within Columbus McKinnon's global footprint.